Key Responsibilities
1. Key account pricing, tenders and new business
Lead rate reviews, contract renewals and value propositions for strategic accounts with multi-million-dollar annual revenue.
Prepare quotations, P&Ls and cost breakdowns for renewals and customer tenders and follow them through to award.
Design and quote new solutions to win new business.
Support contract terms, rate upload, rate validity and volume-based terms.
Handle daily quotation requests within agreed turnaround times.
2. Pricing governance and cost model
Own and maintain the transportation cost model (fuel, LOLO, tolls, market rates, surcharges).
Manage the monthly inland fuel surcharge (calculation, publication and customer queries).
Follow pricing governance and approval levels and support rollout of pricing tools and processes.
3. Solution development and product growth
Build customer-specific solutions from cost simulation to business case.
Drive Landside growth in Vietnam by finding new revenue opportunities across existing and new customers.
Develop new and growing corridors, such as inland ICDs, multimodal transportation, new trucking model, and turn them into sellable products.
Grow the share of Landside services by working with Sales and CX on upselling and joint offers.
Use market and competitor insights to improve product offers, pricing and customer experience.
Contribute to the Landside product roadmap in Vietnam and track product KPIs (volume, revenue, margin, win rate).
Analyse lost and at-risk business and propose recovery actions.
Support continuous improvement projects to reduce cost and add value.
Critical Competencies
At least 05 years professional working experience at Transport Product Management / Business Development role(s) in Local Transportation business (3-5 years working in the position related to intermodal and trucking business; strong business development and customer relationship management capability)
Language proficiency: Fluent English level, Native Vietnamese level to communicate clearly, consistently, and frequently to all levels of stakeholders, forums & engagements
Strong pricing, P&L and cost modelling skills, with solid market intelligence and understanding of market practice and pricing models.
Proven experience managing tenders, quotations and contract renewals from start to award.
Commercial and strategic thinker who spots growth opportunities and turns them into business cases.
Strong solution design, product ownership and project management skills, taking ideas from concept to launch.
Experience at a global logistics company managing intermodal products (trucking, rail, barge). Strong market intelligence and solid understanding about market practice, pricing models.
Strong negotiation, influencing and relationship-building skills, able to gain buy-in from internal teams, customers and vendors without direct authority.
Professional communicator with strong presentation skills, delivering clear, persuasive updates to leadership, cross-functional teams and customers.
Practical problem solver with strong risk management and a keen eye for quality and accuracy.
High ownership, able to manage multiple priorities and deliver on time.
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